Business Development Manager - Strategic Partners

Overview Business Development Manager – Strategic Partners supports sales to expand relationships with strategic business partner customer accounts. The role drives sales and collaborates with Inovalon and partner sales teams to identify opportunities to increase product penetration within assigned partner accounts. Duties and Responsibilities Actively drive sales efforts for Inovalon’s Performance‑based Partner referral partners through defined cadence of touchpoints, onsite and remote meetings, and webinars. Maintain disciplined execution of sales operations, including accurate CRM documentation (Salesforce), pipeline hygiene, forecasting, and follow‑up processes. Partner with sales leadership to develop and execute a plan aligned with the sales goals of assigned partner accounts. Understand Inovalon’s enterprise solutions and the One Inovalon mission, identifying and connecting opportunities across business units and collaborating with colleagues to ensure customers receive the full value of Inovalon’s offerings. Serve as a subject matter expert on assigned partners, aligning internal stakeholders to enable coordinated lead generation. Partner with Marketing to communicate customer insights, competitive trends, and emerging needs that influence product and go‑to‑market strategy. Lead or support product presentations, solution positioning, and demonstration processes with Sales, Marketing, and Business Development teams. Grow partner revenues by defining and delivering the Inovalon Partner Engagement Program. Advise on advancement of sales opportunities, ensuring successful conversion and deal closure. Conduct discovery, needs assessments, and consultative conversations with customer decision‑makers. Collaborate with Sales Representatives, Marketing, and Business Development leaders to synergize sales efforts and support new business opportunities. Travel to meet prospective and existing clients to drive sales outcomes and strengthen relationships. Mentor or coach new hires, modeling best practices in sales process discipline, communication, and customer engagement. Contribute to a positive team culture that emphasizes accountability, collaboration, and continuous improvement. Serve as a player‑coach to other team members, teaching, strategizing, and advancing prospecting and overall sales skills. Participate in weekly sales meetings, communicating results and performance metrics related to pipeline, activities, sale cycle time, market share, and wins/losses. Monitor and provide structured feedback on market conditions, regulatory trends, competitive activities, and win‑loss lessons for key target accounts. Maintain compliance with Inovalon’s policies, procedures, and mission. Adhere to confidentiality and HIPAA requirements as outlined in Inovalon’s Operating Policies. Job Requirements 3–5 years of successful sales experience selling healthcare technology products or services, channel experience preferred. Experience selling, implementing, or integrating with Electronic Health Record (EHR) systems preferred. Experience in channel management and/or selling to key executives for transactional healthcare EDI services required. SaaS or subscription‑based software sales experience preferred. Demonstrated success managing a territory or book of business with measurable revenue outcomes. Proven track record of consultative, solution‑based selling, including running discovery, developing value propositions, and influencing cross‑functional decision‑making. Experience maintaining accurate pipeline management, forecasting discipline, and CRM hygiene (Salesforce strongly preferred) with limited supervision. Advanced communication and presentation skills, translating technical or clinical concepts into compelling business value. Ability to work in a fast‑paced environment. Strong territory planning and prioritization skills. Proven ability to conduct strategic, value‑based discussions with C‑suite leaders to advance complex sales opportunities. Leadership or supervisory experience preferred. Proficiency in Microsoft Office Suite; strong command of PowerPoint and Excel for sales presentations and territory planning. Education BA or BS degree in a technical or business discipline or equivalent work experience. Physical Demands and Work Environment Sedentary work (sitting for long periods). Occasional lifting up to 10 pounds. Frequent or constant lifting, carrying, pushing, pulling or moving objects and repetitive motions. Exposure to indoor environmental conditions. Up to 25% travel for business purposes. Compensation and Benefits Base Compensation Range: $65,100—$97,000 USD. This position may be eligible for performance‑based incentives. Benefits include health insurance, life insurance, company‑paid disability, 401(k), 18+ days of paid time off, and more. This position is not eligible for immigration sponsorship. Applicants must be authorized to work in the United States. Equal Opportunity & Legal Statements By embracing inclusion, we enhance our work environment and drive business success. Inovalon strives to provide equal opportunities to the communities where we operate and to our clients and everyone whom we serve. We endeavor to create a culture of inclusion in which our associates feel empowered to bring their full, authentic selves to work and pursue their professional goals in an equitable setting. We understand that by fostering this type of culture and welcoming different perspectives, we generate innovation and growth. Inovalon is proud to be an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirement. To review the legal requirements, including all labor law posters, please visit this link. To review the California Consumer Privacy Statement: Disclosures for California Residents, please visit this link. #J-18808-Ljbffr Inovalon Inc